Federal Senior Account Director

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REQ-##
** Federal Senior Account Director – Systems Integrator Focus
** Ribbon Communications is seeking a high-performing
** Senior Federal Account Director
** to drive sales and revenue growth in the U.S. Federal market, with a primary focus on owning and expanding relationships with federal systems integrators and contractors while growing and supporting direct engagements across Civilian and Defense end-user accounts. This strategic role is critical to shaping Ribbon’s presence in one of the most complex and high-impact segments of the industry.

You will lead the entire sales cycle—from strategy to execution—ensuring success in direct Civilian and Defense sector federal engagements and indirect/co-selling motions with systems integrator and partner ecosystems. This is a unique opportunity to influence Ribbon’s growth in the Federal space and build deep contract prime partnerships that deliver mission-critical networking solutions.
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* Key Responsibilities:

*** Own and grow relationships with federal systems integrators, contract primes, and strategic contractors, serving as their primary point of contact and trusted advisor for Ribbon.
* Develop and execute a territory sales strategy and go-to-market (GTM) plan for federal systems integrators aligned with key federal end users across DoD and Civilian organizations, including CONUS and OCONUS locations.
* Manage the full sales cycle: opportunity identification, qualification, proposal development, pricing and commercial execution, delivery assurance, and customer follow-up.
* Collaborate cross-functionally with Sales Engineers, Marketing, Channel Sales, and Project Management to deliver on account plans and maximize value for customers and partners.
* Build and maintain relationships with key decision-makers (VP level and above; senior officers, GS leaders, and SES) across federal end-user accounts and integrator organizations.
* Maintain accurate CRM and forecast data (Salesforce) and provide regular updates to senior leadership.
* Represent Ribbon at federal and defense industry forums, conferences, and organizations, contributing to thought leadership, brand awareness, and market influence.
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* Required Qualifications:

*** 15+ years of experience selling complex IT, professional and managed services, networking, and voice solutions into the U.S. Federal market, with a strong track record of success.
* Proven experience owning and managing systems integrator and strategic partner relationships and driving both direct and indirect sales throughout the federal marketplace.
* Experience working with and selling to the Federal Government and U.S. Department of Defense directly and indirectly.
* Deep understanding of IT and telecommunications solutions across enterprise, service provider, and managed services partners. *(Depth of knowledge in IP routing and switching, optical transport, packet networking, voice switching, and session border control technologies preferred.)
** Strong network of federal decision-makers, industry partners, and systems integrators.
* Strong familiarity with federal procurement processes, budgeting cycles, programs, contract vehicles, and ATO/certification processes.
* Ability to navigate long sales cycles, grow pipeline, and coordinate multi-stakeholder deals.
* Bachelor’s degree in business, engineering, or related field preferred (or equivalent business experience/commensurate military service).
* Must be based in a major metro area with ability to meet customers and partners on-site regularly.
* Willing and able to travel 50%+ as needed.
* ** This position requires U.S. Citizenship due to federal contract requirements. We are unable to provide visa sponsorship for this role.
**** Performance Indicators:
*** Growth in federal sales bookings and revenue annual results and long-term qualified pipeline.
* Increased market share within federal integrator ecosystem; competitive systems displacements.
* Expansion of turnkey…